Vice President of Sales - Hotel

Description

Commercial Strategy

• Define and execute the national sales strategy aligned with enterprise revenue goals
• Identify new business opportunities, partnerships, and underdeveloped markets
• Contribute to long-range planning with executive leadership, including expansion initiatives

Revenue Performance

• Lead growth across all key segments including corporate, group, meetings and events, government, entertainment, transportation crew, and wholesale / FIT
• Analyze market trends, competitive activity, and demand patterns to guide strategy
• Own forecasting, KPIs, sales budgets, and overall revenue performance
• Lead account segmentation and prioritization strategy

Leadership & Team Development

• Lead and develop a geographically distributed national sales organization
• Partner closely with regional sales leadership to ensure alignment across all markets
• Establish clear performance standards, accountability structures, and operating rhythms
• Support compensation planning, incentive design, and performance management frameworks
• Strengthen succession planning and leadership development within the sales function

Client & Partner Relationships

• Build and maintain senior-level relationships with major corporate clients, travel partners, sourcing organizations, and industry stakeholders
• Lead negotiation of strategic agreements and key commercial contracts
• Represent the organization at key industry events, trade shows, and client forums

Cross-Functional Integration

• Partner with Marketing, Revenue Management, and Operations to ensure commercial alignment
• Support new openings, repositioning strategies, and portfolio growth initiatives
• Ensure consistency in brand delivery and customer experience across all channels

Analytics & Reporting

• Deliver clear, consistent reporting on sales performance to executive leadership
• Drive CRM discipline, pipeline visibility, and conversion tracking across teams
• Leverage sales analytics and insights to refine strategy and execution
• Embed stronger adoption of sales tools and technology across the organization

Success Measures

• Sustained, profitable revenue growth across priority segments
• Increased market share and stronger account penetration
• Improved pipeline visibility, forecasting accuracy, and conversion performance
• Stronger sales discipline and operating rhythm across all levels
• Development of a high-performing, accountable national sales team and future leaders

Requirements

• Bachelor’s degree in Business, Hospitality, or related field; MBA considered an asset
• 10+ years of progressive hotel sales leadership experience
• Proven success driving revenue across multi-property or multi-market environments
• Strong understanding of hotel distribution, segmentation, and revenue management principles
• Experience leading large, dispersed sales teams
• High proficiency with CRM systems and commercial analytics tools
• Strong executive presence with advanced negotiation and communication skills

Core Competencies

• Strategic thinking with strong execution discipline
• Commercial and financial acumen
• Leadership and talent development capability
• Relationship building and stakeholder influence
• Market awareness and adaptability
• Results-oriented mindset with strong accountability standards

Corporate Culture

• Competitive executive compensation package with performance-based incentive
• Comprehensive health, dental, and vision coverage
• Travel privileges and hospitality discounts
• RRSP matching program
• Life and disability insurance coverage